HubSpot

Manager, Sales Specialists

HubSpot

full-time

Posted on:

Location Type: Remote

Location: United States

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Salary

💰 $156,000 - $250,000 per year

About the role

  • Build and Lead a High-Performing Sales Team: Inherit, recruit , onboard, and develop 8-10 Strategic Sales Specialists in the Mid-Market segment, turning them into top-performing revenue generators focused on Service Solutions.
  • Drive Quota Attainment: Own team performance and forecast accuracy, coaching your team to consistently achieve 100%+ quota attainment through disciplined pipeline management and deal execution.
  • Coach Sales Fundamentals: Develop your team's prospecting, discovery, negotiation, and closing skills with a focus on install base hunting and complex, multi-stakeholder sales cycles.
  • Scale a Proven Motion: Execute and refine the playbook for selling Service Hub and Customer Agent into HubSpot's existing customer base, identifying what works and iterating quickly.
  • Manage Performance Rigorously: Hold your team accountable to metrics, pipeline health, and revenue targets while creating a culture of transparency and continuous improvement.
  • Partner Cross-Functionally: Collaborate with Mid-Market Growth Specialist leadership, Enablement, Operations, and Product teams, clearly aligning ownership between core Growth sellers and Service Specialists to drive effective install-base expansion.
  • Attract and Retain Top Talent: Build a diverse, inclusive team culture where high performers thrive, receive world-class coaching, and see a clear path for growth.
  • Champion HubSpot's Culture: Lead with HubSpot's HEART values, creating an environment rooted in accountability, growth, and collaboration.

Requirements

  • Proven Sales Leadership: 2+ years of experience leading quota-carrying SaaS sales teams, with a track record of consistently hitting or exceeding team quota.
  • Sales Coaching Excellence: Demonstrated ability to identify talent, diagnose performance gaps, and coach sellers to success—especially in prospecting, pipeline generation, and deal progression.
  • Hunter Mentality: Deep understanding of what it takes to build a pipeline through install-base prospecting, activity discipline, and coaching repeatable outbound and expansion motions.
  • Mid-Market or Enterprise Experience: Experience managing sellers in the Mid-Market or Corporate segment, navigating longer sales cycles and multi-stakeholder buying processes.
  • Data-Driven Approach: Strong analytical mindset with experience using CRM data, forecasting tools, and activity metrics to drive team performance and accountability.
  • Change Leadership: Comfort operating in ambiguity and leading through change—this is a scaling organization, and you'll need to adapt quickly while keeping your team focused and motivated.
  • Collaborative Leadership: Ability to build strong cross-functional relationships and work effectively with partner teams to drive shared success.
  • Passion for the Mission: A strong connection to HubSpot's mission and the role specialization plays in unlocking our next phase of growth.
  • Minimum 2 years of experience as a sales manager leading quota-carrying SaaS sales teams
  • Proven track record of team quota attainment (100%+ consistently)
  • Experience coaching full-cycle sellers in prospecting, discovery, and closing
  • BA or BS degree at minimum
  • Strong communication and stakeholder management skills
  • Goal-oriented with a track record of overachieving on targets & KPIs
  • Growth mindset with a habit of seeking proactive feedback for self-development
  • Adaptability and comfort with change in a fast-paced environment.
Benefits
  • Health insurance
  • 401(k) matching
  • Flexible working hours
  • Paid time off
  • Remote work options
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
SaaS salesquota attainmentsales coachingpipeline managementprospectingnegotiationclosingdata analysisCRM dataforecasting tools
Soft Skills
sales leadershipcollaborative leadershipcommunicationadaptabilitygoal-orientedgrowth mindsetcoachingaccountabilitytransparencychange leadership
Certifications
BA degreeBS degree